The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.
Connie Kadansky, The Sales Call Reluctance ExpertRecorded: Oct 15 201948 mins
We all know that you cannot sell to someone you cannot get in to see.
Many sales trainers and managers give the glib advice of "just pick up the phone."
Well, for many salespeople, that advice just doesn't cut it.
Sales Call Reluctance is an emotional hesitation to initiate contact with potential buyers. It is fear, which is a mental response to a perceived threat. The good news is that it is a learned habit. You can unlearn it. Our habits are written in our bodies. Trying to overcome Call Reluctance mentally does not work in the long run. To become confident lead generators who are unstoppable, you need to involve your whole being, which includes your body posture, your emotions, and your language. When you are prospecting, your emotions are controlling the show.
You will learn:
1.The four different body postures that will positively influence your lead generation.
2.The emotions and feelings that stop most salespeople from being their best and what to do about them. You will learn how to navigate through the emotions of prospecting.
3.The internal language that can shift your focus and attention while prospecting and also on your sales calls.
Paul Watts, The Consultative Selling ExpertRecorded: Oct 10 201944 mins
Top performing salespeople understand that the ability to negotiate is key to maximizing profit for their organizations. In this webinar we will cover how to effectively plan for and execute on strategic negotiations in high stakes deals.
You will learn:
1.The different types of negotiation
2.How to identify which type of negotiation is suitable for different situations
3.An in-depth planning process for important negotiations
4.How to effectively handle negotiations to achieve Win-Win outcomes
Hugh Minson & Daniela Kirchhuble, Salesforce. Ian Cohen, Group CIO, CTO, Addison Lee Group. Raj Mistry, EMEA Head, MulesoftRecorded: Oct 8 201929 mins
People expect more from technology. They want seamless, personalised experiences from companies whether they work for them or not. Meeting these expectations can often fracture a company resulting in siloed data, shadow IT, technical debt, and a disconnected experience. Come hear from IT Trailblazers and learn from Salesforce product experts how to bring your lines of business and IT together to integrate data and build engaging apps - straight from the Salesforce World Tour, London
Deb Calvert, sales trainer, coach, researcher, author & speakerRecorded: Oct 1 201935 mins
It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, MarketoRecorded: Oct 1 201949 mins
- How to select lead generation programs and evaluate successes
- How to plan email and nurture programs to move prospects through each stage of the marketing funnel
- Strategic tactics to create sales-ready leads
Kevin Eikenberry, The Remarkable Leadership ExpertRecorded: Sep 30 201945 mins
Do you need more and more effective leaders in your organization? Are you unhappy with the efforts you have made in developing leaders in the past or just wish you could do more? Do you wish you got a higher ROI on your leadership development investments?
If you are interested in helping more leaders create better results for the benefit of their teams, themselves and your organization, this will be a great investment of your time.
Our organizations have never needed more effective leaders more than now; and yet most organizations feel something from a mild frustration to a serious pain regarding the effectiveness of their leadership development processes.
In this practical and relevant webinar we get back to basics and explore proven principles of leadership and learning. Then we will introduce a framework that will work; and give you a plan for applying your organizational needs, goals, and culture to the framework to create more effective leaders in your organization.
You will learn:
1.Identify the specific challenges with your current Leadership Development process
2.Describe a comprehensive framework that provides a starting point to create your organizational model
3.Identify a roadmap to implementation
Evan Kirstel & Tom CrossRecorded: Sep 27 201923 mins
This is a weekly one-hour livecast with Evan Kirstel and Tom Cross discussing the highlights of the week titled: What’s REALLY UP and Down For the WEEK in TECH
with Topics for Each Week
- Customer Experience - Good, Bad, Ugly
- Tech – Up’s and Down’s
- Gadgets – Love/Hate
- Ideas for Action
- Random Weird Events
- Coming Soon - Future Thoughts
Heather Black- Supermums, Founder. Christopher Zanardi-Landi -CEO, PINK. Ian Rand-CEO, Business Banking, BarclaysRecorded: Sep 26 201975 mins
From the Salesforce World Tour London 2019, please join Paul Smith, EVP and General Manager UK at Salesforce, and special guests to celebrate Trailblazers, like Salesforce Supermums, who are transforming themselves, delivering exceptional customer experiences, and making the world a better place in the Fourth Industrial Revolution.
Salesforce will showcase how world renowned UK brands Barclays and Pink Shirtmaker, are taking advantage of new products and technologies like Salesforce Customer 360, Einstein Voice, Trailhead, and Lightning to dramatically change the way their employees across sales, service, marketing, and IT innovate, skill up, and deliver integrated customer experiences
Transformations are hard. According to a McKinsey study, only 26% of executives surveyed consider their transformation programs were successful. The success rate is 17-19% for companies with employee size of 5000+.
Planning for success is thinking beyond stakeholder's value. The Business Roundtable's recent announcement is a paradigm shift from "shareholders" to "all stakeholders".
With the future driven by digital and experience, companies must think thru 6 dimensions to improve their chances of success. This webinar talks thru the 6 dimensions and what each dimension entails for companies to align with the Business Roundtable pronouncement.
Eve Alexander, Snr Dir. Product Marketing, DocuSignRecorded: Sep 25 201937 mins
Your sales process relies on agreements. When the way you prepare, sign, act on and manage those agreements is manual, paper-based, or not fully integrated with Salesforce, the costs to your business are high. If you’ve already digitized signatures with DocuSign for Salesforce, and are looking for the next phase of acceleration, this session is for you. Learn how our growing set of solutions purpose-built for Salesforce can empower B2B sales teams to accelerate revenue, deliver better customer experiences and free up time for selling, with a particular focus on the power of SpringCM contract management + Salesforce CPQ.
Business Espionage & Sabotage Seminar on Building a Corporate Intelligence Agency (CIA)
"Competitors have this time prevented us from knowing enough about them; but we have not prevented them from knowing far too much about us.”
Critical analysis on building an ultra artificial intelligence and quantum computing for business intelligence gathering, internal and external threat assessment, competitive intelligence, customer assessment and actions and more.
Join sales management expert Steven Rosen and his guest sales leadership expert Jonathan Whistman for an insightful Fireside Chat. In this episode, they will share their insight on what it takes and how to become a STAR sales leader and Sales Boss.
Few PowerPoint, no videos, just open and frank discussion.
Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.
Effective sales leaders/sales bosses can produce tremendous results. The challenge is most sales managers are too busy to focus on becoming a STAR sales leader.
You will learn:
- How to become a STAR sales leader/Sales Boss
- What are the right Behaviors that sales bosses exhibit
- How Bosses impact the outlook of the team
- The skills necessary to be a STAR sales leader
- The impact your stature has on the team
Christopher Ryan, The B2B Revenue Growth ExpertRecorded: Sep 19 201945 mins
Companies of all sizes thrive or simply survive, based on their ability to develop a strong, consistent and repeatable pipeline. According to CSO Insights, 67% of CEOs polled stated that their #1 goal is acquiring new customers. Experts Jim Hale and Chris Ryan will share their top strategies used to accelerate pipeline growth at some of the most dynamic U.S. and international companies. In this dynamic and fast-paced presentation, you will learn the threats on both the marketing and sales sides, that can prevent pipeline growth and also discover the best opportunities you have to stop revenue leakage and get on a solid growth path.
Ryan and guest expert Hale will discuss important topics like: how to ensure that your pipeline numbers are accurate; why too much technology and processes can hurt you; why your messaging can be even more important than sales skills; how marketing and sales can work together synergistically to boost revenue faster; and why an account-based marketing (ABM) program may be your best bet for selling larger deals. Specific examples will be provided of companies that used these strategies to go from low-growth to high-growth.
You will learn:
1.What you need to fix now to get your pipeline in order.
2.The danger signals that your pipeline is in trouble.
3.How to use opportunity assessments to improve pipeline accuracy.
Why marketing plays a big role in sales pipeline growth.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Sep 18 201935 mins
Description: Part #9 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.
You will learn:
1. What assumptions you should make about your global clients.
2. How management training and sales training needs to address these issues.
3. What opportunities you should be looking for.
4. How to use this circumstance to become a trusted advisor.
5. How to align your sales strategy with your customer’s strategic objectives.
Andy Peart, Peter Joles, Yelena KasianovaRecorded: Sep 18 201945 mins
One of the main reasons bots are failing is their lack of conversational ability.
Brilliant bots must give users a human-like experience, therefore if you’re building a bot, you need to make sure it is able to truly handle natural language conversations.
Many of the bots out there may work fine if you follow a linear and prescribed way of engaging with them, by asking the questions and providing information in exactly the way the bot developer intended. Unfortunately, we as humans, tend not to do this—we communicate using natural language; we branch off at tangents, we circle back, we miss out crucial facts and figures, we ask for clarifications. We want to be able to speak to bots in a human-like manner, and we want those bots to understand us.
Join Andy Peart, CMSO at Artificial Solutions as he discusses what steps to take to create a brilliant bot. As well as, Peter Joles, who will demo a Teneo built solution.
Sign up to get a 90-day free trial with your own developer sandbox of Teneo containing all the tools needed to build, deploy and analyze advanced conversational AI solutions. Visit www.teneo.ai to get started for free.
Amy Skeeters-Behrens, Exec. Director DocuSign ImpactRecorded: Sep 18 201934 mins
Saving paper means saving trees. Discover your organization’s environmental impact stats as a result of using DocuSign eSignature and find out how you compare to various benchmarks. Hear how sustainability leaders are using DocuSign to scale their impact and why paper reduction is a critical component of their environmental programs.
Sajan Jacob, Head - Business Development & Strategy UK & Europe, TCS InteractiveRecorded: Sep 17 201932 mins
How can banks and financial institutions deliver great experiences in the fragmented digital world?
Successful financial services firms have reputations and brands that convey trust. Many have embraced digital channels for reaching and engaging clients and prospects and, ultimately, for building relationships with them. But in today’s world, true success focuses on the experience—the sum total of offerings, interactions, and transactions. An integrated, programmatic, and highly automated approach offers the best way to accomplish this goal. So: How do you do it? The short answer is by adopting a unified technology platform. A robust technology platform can unite and simplify your digital marketing activities (integration), allow you to be even more data-driven (programmatic), and to make it faster and easier than ever before (automated).
Rebecca Gaspar, Global Head Content Services, TCS InteractiveRecorded: Sep 17 201929 mins
You’d be hard-pressed to find an industry that needs content marketing more than financial services. Why? Because truly useful content increases engagement with intangible, mystifying products. Join me for a discussion on:
• Understanding what helps banking customer overcome barriers to entry.
• Using new technology to match content to customers in digital, personalized micro-moments.
• Creating a content strategy and plan that will engage your audience and turn them into customers for life.
• Tracking and measuring the impact of your content marketing efforts to understand the ROI of content.
Liz Heiman, Chief Strategy OfficerOct 23 20196:00 pmUTC45 mins
The funnel is a powerful sales tool. Once you understand what the stages of the funnel are and how the sales math works, the funnel will become the tool you use to manage your sales team as well as the corporate resources needed to support sales and delivery.
The stages of the funnel
The Sales Math
Using the Funnel to Predict
Using the Funnel to Manage Resources
Andrew Bartels, Vice President and Principal Analyst at ForresterNov 6 20199:30 amUTC55 mins
Join guest speaker, Andrew Bartels, Vice President and Principal Analyst at Forrester as he takes a deep dive into the world of contract lifecycle management (CLM). Andrew will cover:
- The current state of contract processes
- A high-level overview of The Forrester Wave™: Contract Lifecycle Management For All Contracts, Q1 2019
- Selection criteria to help organizations make the right CLM choice
Following Andrew's presentation, Erik Severinghaus, AVP, Business Development and Partners at DocuSign, will walk webinar attendees through how DocuSign is helping its customers solve today's contract process challenges.
Deb Calvert, sales manager trainer and coachNov 12 20195:00 pmUTC45 mins
Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
Ryan Sandoval, Head of Apps Partnerships, Google / Leo Rodriguez, Partner Marketing Dir., DocuSignNov 27 20199:30 amUTC34 mins
Sales teams that have to perform manual tasks, such as entering data into CRM systems, end up wasting precious time that could be spent on closing deals. Instead they are finding that deals take longer to close, human error is introduced to the process and customers are left frustrated whilst having to wait for their final, error - free agreements.
With the combination of DocuSign, G Suite and Copper, sales teams can close more deals faster by sending and tracking signed documents, agreements or contracts directly from Copper.
The Copper + DocuSign integration makes it simpler to upload contact details, apply document templates and send agreements for e-signatures through DocuSign in just a few clicks.
By being fully embedded into Gmail we make your sales processes simpler streamline your sales process.
Join this live webinar and enable your sales reps to:
- Auto-pull in contact details and file information
- Choose recipients and assign signing roles from inside Copper
- Auto populate document templates based on the information you can pull through Copper +DocuSign’s artificial intelligence
- Keep Track of your Document status in Copper
- Store all related documents sent via DocuSign to relevant accounts and contacts
How are omnichannel fulfillment strategies disrupting traditional supply chains?
The supply chain is transforming to an Enterprise Supply Network - the foundation for Ecosystem Commerce built on the connected ecosystem paradigm. Executives must leverage Business 4.0 Enterprise Supply Network management and emerging Ecosystem Commerce Platforms.
Digital transformation is about applying a structured approach to harnessing abundance. Many CIOs are striving for this by automating crucial business process activities with a machine-first philosophy but are running into challenges. Learn three best practices for overcoming AI obstacles through relevant examples from industry-leading enterprises.
Manish Savla, Client Partner, TCSNov 14 20193:30 pmUTC29 mins
Today’s Business 4.0 era demands enterprises deliver on agility. With customized products, complex buyer demands & legacy operation constraints, supply chain challenges are on the rise. Find out how a leading chemical enterprise is harnessing abundance & leveraging ecosystem to deliver winning business outcomes.
Deb Calvert, sales researcher, trainer, coach, author, and speakerDec 3 20197:00 pmUTC45 mins
Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?
We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).